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Objections: the ultimate guide for mastering the art and science of getting past no

By: Blount, Jeb.
Material type: materialTypeLabelBookPublisher: New Delhi Wiley India 2018Description: xi, 225 p. Includes bibliographical references and index.ISBN: 9788126578818.Subject(s): Business & Economics - Industrial Management.- bisacsh | Rejection - Psychology | Selling | Selling - Psychological aspectsDDC classification: 155.93 Summary: There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. https://www.wiley.com/en-us/Objections%3A+The+Ultimate+Guide+for+Mastering+The+Art+and+Science+of+Getting+Past+No-p-9781119477389
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Books Vikram Sarabhai Library
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Slot 160 (0 Floor, West Wing) Non-fiction 155.93 B5O2 (Browse shelf) Available 199680

TABLE OF CONTENTS

Foreword The Democracy of Objections by Mark Hunter ix

Introduction It Wasn’t Supposed To Be This Book 1

Chapter 1 Asking—The Most Important Discipline in Sales 5

Chapter 2 How to Ask 11

Chapter 3 The Four Objections You Meet in a Deal 21

Chapter 4 The Science of Resistance 27

Chapter 5 Objections Are Not Rejection, But They Feel That Way 49

Chapter 6 The Science Behind the Hurt 55

Chapter 7 The Curse of Rejection 59

Chapter 8 Rejection Proof 65

Chapter 9 Avoiding Objections Is Stupid 85

Chapter 10 Prospecting Objections 99

Chapter 11 Yes Has a Number 119

Chapter 12 Red Herrings 129

Chapter 13 Micro-Commitment Objections 145

Chapter 14 Buying Commitment Objections 159

Chapter 15 Bending Win Probability in Your Favor 183

Chapter 16 The Relentless Pursuit of Yes 195

Notes 203

Acknowledgments 207

About the Author 209

Training, Workshops, and Speaking 211

Index 213

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.

Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.

Objections don’t care or consider:

Who you are
What you sell
How you sell
If you are new to sales or a veteran
If your sales cycle is long or short – complex or transactional

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.

https://www.wiley.com/en-us/Objections%3A+The+Ultimate+Guide+for+Mastering+The+Art+and+Science+of+Getting+Past+No-p-9781119477389

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